Strategic Planning Case Study

THE SITUATION

A medium sized family manufacturing business in the consumer products space, experiencing plateaued growth over the last 5-7 years, expresses the desire to have outside guidance in developing a more robust strategy and planning process.

THE WORK

CircleMakers™ was hired by the Chief Executive Officer and President to guide the executive leadership team through the development of a multi-year growth strategy as well as crafting a strategic plan that drives strong execution. Our work included, but not limited to the following:

Market Expansion Case Study

THE SITUATION

A large, private-equity backed client in the residential home products space expressed the desire to explore possible expansion to new markets.

THE WORK

CircleMakers™ was hired by the Chief Financial Officer to work with the executive team in defining the right markets, capabilities required, and the overall go-to-market strategy. Our work included, but not limited to the following:

Performed the market research, analysis and readout on possible market opportunities for the expansion strategy

Delivered a capability gaps analysis to identify areas of development required to win share in the new market

Designed the overall strategy, structure and tactical strategic roadmap to advance the expansion from test through scale

Led initial business development work to drive lead generation and traction

THE RESULTS

A newly formed business unit and brand to access significant share in a $3 billion dollar market

Presence at a top industry trade show as part of comprehensive launch plan, resulting in hundreds of leads

Established a project pipeline worth $10 million dollars in the initial 12 months

Acquisition Case Study

THE SITUATION

As part of a larger strategic planning and subsequent market expansion project, two organizations required assistance in evaluating acquisition a possible strategy for growth. Company A, a leader in the home products space, needed to obtain specific service capabilities and talent needed to access a new market. Company B, a family-business, needed to obtain manufacturing, product and distribution capabilities to support expansion to a fast-growing market.

THE WORK

CircleMakers™ was hired by the President and CFO to work with the executive team in defining the strategic criteria for target acquisition scouting. Our work included, but not limited to the following:

Development of specific acquisition criteria in support of overall strategic objectives

Performed comprehensive, market-based research and search to identify possible acquisition targets

Customer Development Case Study

THE SITUATION

A building products organization that sells through a large, fast-growing and fragmented B2B channel expressed desire to better organize, understand and strengthen their relationships with this important customer group.

THE WORK

CircleMakers™ was hired by the Executive Vice President to design and implement a comprehensive customer development and loyalty strategy. Our work included, but not limited to the following:

Segmentation of customer base, definition of growth strategy as well as formal recommendation of loyalty program options

Extensive stakeholder and market-level research to define best-in-class loyalty programs

Designed and deployed a B2B points-based loyalty rewards platform tied to incremental growth

Development, management and delivery of a value-added customer education and development platform

THE RESULTS

A loyalty platform that provides data and insight into this particular client's most important customer segment

A platform that provides the client with the tools to influence purchase behaviors and build loyal relationships

Increased market share with current customers and incremental growth from inactive or new customers

Performance Development Case Study

A $25 million dollar service organization that goes to market through a large, national sales force is facing intense competition, eroding market share and inconsistent revenue performance.

THE WORK

CircleMakers™ was hired to work with the Chief Operating Officer and executive sales team to evaluate, develop and assist in activating a strategy to enhance the performance of the national sales organization. Our work included, but not limited to the following:

Development of a complete performance development system to align-with and support the strategic direction

Through training workshops, implement a needs-based sales process for the organization to strengthen customer relationships (building integration with salesforce.com) and reinforce their premium positioning in the market

Through training workshops, implement a coaching system and development process for sales leadership as they seek to develop a pipeline of new leaders

THE RESULTS

A transformed sales culture from ‘transactional-focused’ to value-added ‘customer-focused’ partnerships

Increased number of sales performers meeting / exceeding quota

Identification of 4 high potential performers with leadership capacity for additional development

Increased client acquisition and retention

Increased confidence in the sales leadership team to lead productive coaching sessions, tied to performance